Senior Account Manager (Japanese/English)

We're looking for a Strategic Account Manager to serve as the lead commercial partner for our high-value and high complexity accounts. This role demands innovative and strategic thinking to resolve complex retention challenges and independently drive significant contract growth. The Strategic Account Manager will operate as a thought leader, proactively influencing senior and executive stakeholders (VP-level) to secure long-term, multi-product partnerships across the portfolio. This is a hybrid role and is open to applicants located within commuting distance of our Tokyo office. In this role, you will report to the VP, Sales, Emerging Markets.

WHAT YOU’LL DO:

• Lead Complex Retention: Proactively lead the end-to-end renewal process for high-value accounts, developing creative and strategic solutions to overcome complex commercial and relationship issues to achieve win-win renewal outcomes.
• Drive Accelerated Expansion: Consistently create and close out-of-cycle expansion opportunities (not just at renewal) to significantly increase Annual Contract Value (ACV), leveraging a deep understanding of the customer's corporate strategy.
• Executive Engagement & Influence: Build trusted, value-based relationships and deliver impactful narratives to VP and Executive-level contacts, aligning our platform's capabilities to their long-term strategic goals.
• Thought Leadership & Process Improvement: Act as an internal subject matter expert, sharing best practices and driving continuous improvements to our renewal strategy, playbooks, and operational processes across the wider Account Management team.
• Expert Forecasting: Maintain a rigorous rolling forecast, ensuring SFDC hygiene is impeccable and presenting key trends and risk mitigation strategies to leadership on a regular basis.
• Complex Contract Negotiation: Expertly manage negotiations and build consensus among multiple geographic and cross-functional decision-makers to close deals with complex terms and multi-step validation processes.
• Perform other related duties as assigned

WHAT YOU’LL NEED:

• Extensive experience in account management and sales experience in the SaaS technology industry, focused on large enterprise or strategic accounts.
• Proven success managing a portfolio with transactions in the $100K - $250K+ range.
• Expertise in identifying, coordinating, and influencing external buying teams who utilize complex, multi-step validation and purchasing processes.
• Proven ability to successfully engage and transact with senior and executive-level contacts (VP-level and above).
• Expertise in ValueSelling and practical experience or certification with at least one other professional sales methodology (e.g., Challenger, Solution Selling).
• Demonstrated experience working with complex SaaS contracts and deep familiarity with legal and procurement processes.
• Accountability: holds self and others accountable to meet commitments
• Commitment to Results: consistently achieves results, demonstrating high performance, and challenging self and others to deliver results 
• Influence: Asserts own ideas and persuades others, gaining support and commitment and mobilizing people to take action 
• Negotiation: successfully obtains commitment to a solution or idea, while maintaining integrity and relationships 
• Perseverance: pursues everything with energy, drive, and a need to finish—doesn’t give up 
• Problem-Solving: uses an organized and logical approach to find solutions to complex problems. Looks beyond the obvious to understand the root cause of problems
• Resilience, Tolerance for Change/Ambiguity: can effectively cope with change, finding ways to advance work and projects 

WHO YOU ARE:

• Solution seeker: You’re focused on tackling new challenges, solving problems, and moving the business forward—and you don’t wait to be asked.
• Lifelong learner: You have a growth mindset – you’re here to learn, experiment, seek, apply, and provide feedback, share what works with your team, and move on from what doesn’t.
• Resilient adapter: In the face of change and challenges, you bring a thoughtful, calm approach, and a focus on finding the new opportunity.
• Intentional collaborator. You build positive working relationships across the business, bringing people together to foster new opportunities and to facilitate the efficient flow of information.
• Critical challenger: You have the trust in your team to ask difficult questions in order to get to the best end result.
• Active communicator: You listen actively and communicate ideas and information clearly, inclusively, and proactively.
• Integrated thinker: You look beyond your role and responsibilities to understand how your team’s work drives broader organizational goals.
• Accountable owner: You take pride in the work you’re responsible for with a mindset of ultimate accountability and reliability for the outcomes.
• Bar-raiser: You step up to help your team grow and succeed, even when that means going beyond what might be expected.

In all we do, our six guiding principles light the way:

Step Up: Dare to go beyond the expected to achieve greatness. #StepUp

One Team: Make Hootsuite a place we soar together by respecting each other's individuality, building trust, and showing up for the team. #OneTeam #FreeToBeMe

Customer Obsessed: Focus relentlessly on helping our customers succeed. #CustomerObsessed

Go Fast, Be Agile: Widen our competitive advantage by committing to speed and simplicity over perfection and complexity. #GoFastBeAgile

Play to Win: Commit to building an incredible, profitable company for our customers, our employees, and our stakeholders. #PlayToWin #NoExcuses

Neighbours & Allies: Give back to our communities and be an ally. #SocialForGood #Allies

Accommodations will be provided as requested by candidates taking part in all aspects of the selection process.

#LI-Hybrid #LI-IA